Life Sciences Forum On
Data Science, Analytics and
Intelligence
July 27-28, 2016
Strategies For Ensuring
Accuracy Throughout The
Data Integration Process
Alex Drigan – Senior Director BI & Insights
AGENDA
Rules for Success:
- Understand where you are and what you need, then
“Define Success”
- Engage your constituents and set proper expectations.
- Choose your partners wisely.
- Aggregate your data consistently and make sure you
invest in upkeep.
- Establish a validation process early and don’t bend the
rules.
- Safeguard your Customer Master to ensure validity of
information.
- Celebrate and advertise the success.
Understand where you are and what you need,
then “Define Success”
Understand where you are and what you need,
then “Define Success”
Multiple Customer
Masters – managed
by 3rd party
BIG Data
Buy & Bill Model
ROI or Effectiveness
MDM – in or out?
SAAS – In the
Cloud
Insight
Development
Managed Care team
IDN Team
CAD Team
Claims data
Specialty
Pharmacies
Sales Force
Effectiveness
Closed Loop Marketing
Significant and Diverse
Data Sources
MERGERS
BUY OUTS
Patient
HUB data
Understand where you are and what you need,
then “Define Success”
Engage your constituents and set proper expectations.
Medical
Affairs
Senior Leadership
B.U. Heads
Finance
IT
Commercial
Operations
Compliance
The Sales
Organization
Engage your constituents and set proper expectations
Choose your partners wisely.
Aggregate your data consistently and make sure you invest in
upkeep.
Risks and Costs Associated with MDM are Far Reaching
-
Government Reporting
Integrity
Sample Compliance
Incentive Compensation – Credibility with the field
Strategic Planning and Territory Alignment
Business Intelligence
Bad data creates major operational issues to manage
systemic and issues relating to customer master data
Aggregate your data consistently and make sure you invest in
upkeep.
Create Single Source of Truth
- ALL Systems and Deliverables that use Master Data
- Source a single Customer Master
- Only way to ensure consistency and reliability
Single Customer Master
Sales
Trade
Marketing
Managed Care
Legal/Compliance
Aggregate your data consistently and make sure you invest
in upkeep.
Sales Teams
Sources
Specialty
Pharmacy
SFA
Specialty
Distributor
Expense Mgt
Symphony
(Source / WK)
IMS Health
Shadow
-
Chargebacks
Field team can create
records
Compliance
Sales Analytics
Entities
Organizations
Contacts
Practices
Prescribers
Agg Spend
Reporting
Commercial Operations
Business
Intelligence
Hospitals
Non-Prescribers
Pharmacies
Incentive
Compensation
-
Operations does significant manual
manipulation
Generates reporting and BI
manually
Program
Management
Establish a validation process early and don’t bend the
rules.
Five Simple Strategies Transformed Master Data
Management into a Source of Competitive Advantage
- Validate then Enter
- Source Robust Reference Data
- Create a Single Source of Truth
- Control Points of Entry
- Leverage Field Input
With the right tools and processes Master Data
Management can become a source of competitive strength.
Establish a validation process early and don’t bend the
rules.
Communications and Change Management are critical to
success
- Clear organizational understanding about the imperative for
accurate master data
- Adequate lead time and repetitive communication
- Manage expectations about potential customer changes
- Project Champion / Sales Operations point
- Video Training
- Ensure Field Sales Team understanding around the opportunity
to control customer data
- Testing
Safeguard your Customer Master to ensure validity of
information.
The Customer Master is the Foundation for Operational Excellence
- A single and holistic version of the truth about your customers
- Contains all your current and potential customers
- Is clean and de-duplicated
- Feeds all internal and external systems
- Defined processes for adding and updating customers
- Well defined business rules for customer master changes
- Customer changes are validated before application to the master
- Sales and call activity can be reliably matched to customers
- Sales Reps are empowered to manage their customer data
- Sales Reps know which customers are aligned to their territory
- Sales Reps know which customers are included in their IC
- Processes and technology support field changes
Only Clean, Validated Data is Allowed into the Customer
Master
After Customer Master was initialized . . . .
-
ALL Record Changes are handled as requests
Requests are validated before they are accepted
Real-Time interface with reference sources
Work-Flow Management package for Field Sales Team
Only validated changes are accepted into the customer master
Validation
Validation
Maximize the Range and Depth of Reference
SFA
Sources Feeding the CM
Programs
PBMs
BI
State License
Agg Spend
ABMS
Expense Mgt
• Wider range of reference sources
maximizes ability to match records from
disparate sources
PPO
NPI
Specialty
Distributor
Specialty
Pharmacy
DEA
Syndicated
Date
Control all Points of Entry into the Customer Master
-
Range of Systems support creation or change of Customer Records
SFA, Expense Mgt, Program Management
Source Systems need to be controlled
Ensure complete capture and eliminate parallel sources of master
data
Ensure Real Time Integration of Field Intelligence into the
Customer Master
-
Dedicated System to support automated application of business
rules and workflow management
Support Validate then Enter model
Real Time processing of MDM change requests and validation
Dynamic Customer Maintenance tool ensures the
customer master remains clean
- Simple, easy-to-use web-interface supports real
time management of customer data
- Effectively leverage field intelligence
Celebrate and advertise the success.
QUESTIONS?
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